Go for No!

JUNE 16, 2020

One of things we know is that every “yes” you’ve ever gotten in your life required the courage to hear a no. Because we are biologically wired to avoid the risk of rejection. That would not have worked out so well. And that’s a great thing! aka: you’d get eaten by a lion for example.).

Benefit 106

Benefit Face-to-face Groups Course 106

Miller Heiman Group

JULY 7, 2020

What do we mean? Freeze: Buyers feel numb to the pain of the problem and lose their motivation to act: they become hypervigilant about the personal consequences of making a decision, so it starts to feel as if doing nothing is the right thing to do. And you need to avoid the three deadly sins that trigger inaction.

Decision Maker 113

Decision Maker Government Discount ACT 113

Partners in Excellence

JUNE 18, 2019

It looks like they did most of the work, you just got the orders… ” The market data is distressing. If we look at the “success” of candidates, are we really seeing their predecessor’s success? We want people who have been able to repeat and sustain their success. I absolutely believe you.

Hiring 87

Hiring Sales Cycle Quota Retention 87

Showpad

MAY 16, 2022

Sellers are also set up to work through a linear sales funnel (need and solution agreed to, requirements identified, offerings compared) when it’s becoming much more complex. We call these outdated tactics ‘static selling.’ We call it Modern Selling. Sad, but who can blame them? Buyers are getting spammed left and right. .

B2B 52

B2B Top of Funnel How To Funnel 52

Janek Performance Group

DECEMBER 20, 2022

If you ever had the mind-numbing experience of sitting through a software presentation where the sales rep only talked about software features, you understand the problem. If you ever had the mind-numbing experience of sitting through a software presentation where the sales rep only talked about software features, you understand the problem.

Ideal Customer Profile 62

Ideal Customer Profile B2B Negotiation How To 62

Sales Hacker

DECEMBER 11, 2020

They had to work hard for a better life. Sales works the same way. She worked 12+ hours a day, 6 days a week. Grandma Crisia: My grandma Crisia worked as a seamstress in various factory jobs in the Bronx, New York. Become numb to rejection. Both my grandmas came to America with nothing. Be authentic. Be organized.

Education 116

Education Salary Energy Sales 116

Alice Heiman

FEBRUARY 12, 2020

If you get to the end of a week and wonder why you didn’t have time to do the coaching your sales reps needed to close business or to the end of the month and panic because you r team isn’t going to hit their numbe r, it’s time for a change. . Do you w ish you had more time to focus on the things that will make the biggest impact? .

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Sales Hacker

OCTOBER 22, 2020

This strategy has worked wonders for me in jobs asking for donation money, complex enterprise sales, and transactional selling. After talking to several people, you should notice that being rejected starts to feel routine, and you almost become numb to it. Getting Over Rejection. You’re going to get rejected. Here’s how. #1:

Account 70

Account Analysis Gatekeeper Call-back 70

Partners in Excellence

MARCH 4, 2019

The majority of these posts are click bait, they stimulate endless mind-numbing comments for or against the death sentence. Ironically, when one starts to look at high performing sales organizations, we see something completely different. I have to confess, self righteously, I allow myself to get sucked into these senseless debates.

Churn 72

Churn Face-to-face Cold Calling Sales Talent 72

LeadFuze

AUGUST 19, 2021

Let’s face it, we all need to know how to do a good sales presentation. Even if we’ve been “in the game” for a long time, selling the same products — our presentations can get stale after a while. That’s the crux of how sales presentations work , right? How to Do a Good Sales Presentation.

Case Study 98

Case Study How To Study Comparison 98

Partners in Excellence

APRIL 28, 2021

We spend our day in meetings. We talk to prospects/customers. We meet with managers or our people. We meet with colleagues working deals with us. We meet with partners. In these meetings, sometimes we talk about important things. We have one on ones. We have discussions about performance.

Follow-up 60

Follow-up Buying Cycle Meeting System 60

Hubspot Sales

NOVEMBER 1, 2017

Today we use their service.”. You did this mind-numbing work every day for 12 to 18 months, at which point you were promoted to a closing role where you could finally start selling -- for real. What are the sales trends of 2018? Video prospecting. Greater emphasis on SDR training. Messaging and chat. Sales automation.

Top of Funnel 137

Top of Funnel Trends Funnel Decision Maker 137

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. Sam Jacobs : We’ve got a great show for you today. Before we get there, we’ve got three sponsors for the show.

Commission 90

Commission Quota Demand Generation Agencies Lead Rank 90

Smooth Sale

AUGUST 20, 2019

We hear loud applause when the actors on stage finish the show. . The typical instruction is mind-numbing. The same verbiage for each prospect will never work. What will happen if: We are to experiment with the similarities between improv and effective selling. Will we see more effective selling and profits soar?

Hiring 74

Hiring Motivation Survey Comparison 74

Sales Hacker

DECEMBER 18, 2017

We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless. It’s not what we use, but how we use it; otherwise, it’s scorched Earth for C-level fish we risk scaring off from still waters. Why Are Executive Buyers So Tough?

Buyer 108

Buyer Referrals Lead Rank Lead Scoring 108

Partners in Excellence

SEPTEMBER 19, 2017

I’m ashamed to admit it, every once in a while I get sucked into mind numbing discussions on LinkedIn. Some of you may be a little confused at this point, thinking, “We’re in business to make money–for our companies and for ourselves.” If I propose B to my customer, my commission is more.

Commission 61

Commission Maximizer Proposal Compensation 61

Pipeliner

NOVEMBER 15, 2019

Our life experience of receiving feedbacks is in such a way that we don’t generally remember the good feedbacks but easily remembering the bad ones. So how to tackle this situation and stay motivated to do good work! She has trained, spoken at conferences, and coached leaders in 36 countries and reached over 100K people worldwide.

Conversion 40

Conversion Face-to-face Hiring Government 40

Chorus.ai

MAY 27, 2020

Jim and Craig have worked together in the past - in good and bad times. Lessons from past economic recoveries “In 2000 it was a 5-year recovery, we didn’t know how to kick start business. 2008 was a crazy shock to the system, but we rebuilt relatively quickly when you look at the numbers,” said Craig. 2008 was a great lesson.

Outbound 62

Outbound Segment Coaching System 62

The Pipeline

AUGUST 28, 2018

As a rep, you wonder why the buyer doesn’t seem to have the pain your Aspirin numbs? Each of us is so “IN” in our own view, saving bandwidth for when we find it, sellers (and buyers) end up ignoring the alternate, the “OUT,” rather than assimilating it. We as humans always relate better to those IN.

Decision Maker 54

Decision Maker Objections Buyer B2B 54

LeadFuze

JULY 7, 2023

In this thorough overview, we’ll investigate the significance of creating intelligent sales objectives and approaches that can assist you with accomplishing them. We will explore how past data analysis, future company changes consideration, and incentive programs implementation play a significant role in goal-setting.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

Nutshell

APRIL 17, 2018

Three bites in and we couldn’t believe how good this place was. We left the restaurant in a food coma and the next day told everyone we knew about our experience. Remember, we sell to the heart, not to the head —so speak to your customer’s emotions. (2) We highlight features and benefits. Phenomenal pizza.

Up-Sell 84

Up-Sell Benefit Prospecting Energy 84

Sales Hacker

FEBRUARY 14, 2018

Gerhard Gschwandtner made one of the boldest predictions ever about all sales being gone by a not too distant future date, and we’re seeing all sorts of doomsday prophecy emanating from the Gartners and Forresters of the world. ” If you can be excellent at interrupting prospects out of the blue, you will always work.

Cold Calling 77

Cold Calling Top of Funnel Face-to-face Funnel 77

Sales Evangelist

DECEMBER 20, 2018

On today's episode of The Sales Evangelist, we talk to Matt Hernandez about the changes in the marketplace, and how the ability to find local partners has helped him drive more revenue for the businesses he serves. He believes that, although cold-calling can work, it must exist in the right circumstances.

Hiring 40

Hiring Lead Rank Cold Calling Pivotal 40

Alice Heiman

FEBRUARY 12, 2020

If you get to the end of a week and wonder why you didn’t have time to do the coaching your sales reps needed to close business or to the end of the month and panic because you r team isn’t going to hit their numbe r, it’s time for a change. . Do you w ish you had more time to focus on the things that will make the biggest impact? .

Sales Coaching 62

Sales Coaching Coaching Closing Trade Show 62

Partners in Excellence

SEPTEMBER 19, 2013

” Managers are saying, “people have to use the system and keep everything updated,” “we need to know what’s going on,” “the sales people have information that’s vital to our organization, we need to capture it,” “they need to just do it—or else!

System 94

System CRM Revelation Territories 94

Partners in Excellence

MARCH 15, 2013

Sure, sometimes we sell the quality of our products and selling, but I almost never hear the discussion of quality in selling or marketing. When I ask sales and marketing executives about this, usually the answer is “We’re different.” Applied to what we do in selling and marketing, it makes a lot of sense.

Marketing 94

Marketing Lead Rank Lead Scoring Pipeline 94

Partners in Excellence

JULY 7, 2015

Whether we are in marketing or sales (or anything for that matter), everything that we do creates an effect–or an outcome. It’s a simple concept, perhaps so simple, we tend to ignore it. Why would we chase opportunities outside our sweet spot, when we know we have greater success with our ideal customers?

Hiring 48

Hiring Fashion Call-back Proposal 48

SBI

NOVEMBER 27, 2012

The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. I was recently reminded of two very important and strategically crucial data points while attending Sales2.0. The second equally disturbing data point is that 74% of sales organizations have poor CRM adoption [2].

CRM 133

CRM Wireless SalesForce Commission 133

Partners in Excellence

SEPTEMBER 18, 2014

I’m working with an organization implementing it’s first CRM system. The question also shows they haven’t figured out how to incorporate the tool into their work flow. They may be to dos and follow ups related to an opportunity, questions your customer might have, projects you are working on.

System 91

System CRM Territories Call-back 91

Closer's Coffee

MARCH 13, 2019

I love producing work and would say I’m pretty task-oriented. and the response is like “We’re having issues on our well, I don’t care about the football game because my job is on the line and we have a well control situation” or whatever it is, I’m just using an example. I do love being at my desk.

Chemicals 40

Chemicals Sports Engineering Hiring 40

Sales Hacker Training

NOVEMBER 6, 2019

We reached out to several of our friends — all successful sales pros in a range of roles — to get their input: Mark Kosoglow. Start off by working in telemarketing , and learn how to handle rejection — hearing “no” over and over again, and turning it into a “yes.” So how do you stand out from the crowd? Collin Cadmus. Trish Bertuzzi.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Pipeliner

APRIL 18, 2018

These pronouncements do a disservice to salespeople because right off the bat, they are closed-minded – which crushes curiosity , and numbs a salesperson’s desire to innovate and adapt. Much of Andy’s work involves accounting for risk in sales, and learning how companies deal with it. Accounting for Risk. That takes practice.

Analysis 49

Analysis Lead Rank Lead Scoring Account 49

Partners in Excellence

NOVEMBER 20, 2015

My apologies to those friends and clients, I really respect your work. You need to take your precious and valuable time to talk to us about the great things we want to tell you. My name was just on their list, so I get the same mind numbing emails as hundreds of others. Let me tell you about my wonderful client.

Influencer 48

Influencer Promotion Prospecting Maximizer 48

SBI

APRIL 3, 2012

Like all good consumers, we want to get the most for our money, the most ‘bang for the bundle’, while spending the very least amount of cash in the process. Our objective here is to step away from this tunnel-visioned vendor tactic of using the ‘if they don’t ask, then we won’t have to tell’ approach to CRM solution marketing.

Vendor 120

Vendor CRM Decision Maker System 120

Sales Hacker

NOVEMBER 3, 2020

Sam Jacobs: Today, we bring you an interview with Ilan Jacobson, one of the leading financial entrepreneurs in Canada. He started FirePower Capital, a company that does M&A advisory work, venture debt investing, private equity investing, and really any kinds of services that growth companies need. Ilan’s influencers [32:10].

Scale 69

Scale Call-back Hiring Company 69

Sales Excellence

MAY 20, 2016

You would probably get fairly numb to some of that outreach. We tend to not recognize from the customer standpoint what one email or one voicemail looks like. We tend to not recognize from the customer standpoint what one email or one voicemail looks like. When we sit down to do some prospecting, we might do this in batches.

Prospecting 22

Prospecting Call-back Follow-up Energy 22

Jonathan Farrington

MARCH 2, 2014

They would arrive armed with a rain forests’ worth of course notes for each delegate and we would systematically work through until that final relief on the third day. You know the feeling that you experience after root canal work? There is considerable discomfort and a lot of numbness, but there is relief that it is all over.

Hotels 37

Hotels Course Commission Exercises 37